Podcasting For Advertising Agencies: How to Win New Clients, Part II
This is part II in a series on podcasting for advertising agencies. Read part I here, then come back and join us for part II. Earlier this week, I shared with you why and how podcasting for advertising agencies can [...]
How to Grow a Digital Marketing Agency: Podcasting For Advertising Agencies
If you’re looking for information on how to grow a digital marketing agency, you’re in the business of relationships. Relationships = partnerships, (and therefore sales). The more conversations you have with the right people, the better your business will be [...]
Agency Owner/leader questions from the mail bag
From our question bag (okay -- from my inbox but you get the reference!). I've cleaned it up a little to protect the privacy of the agency asking the question. Q: I am trying to understand what makes up the [...]
The Secret Way to Grow Your Agency Fast
I don’t run an agency, but I do work with agencies to develop a sales process custom-suited for generating repeatable new business opportunities. In the next 5 minutes you spend reading this post, I’m going to share the exact method [...]
How Agencies Can Execute on Strategic Selling
“I hate selling.” I hear that so often from agency owners and agency leaders. I especially hear it from junior agency staffers. I think the key to solving this problem is moving away from “I hate selling” and moving toward [...]
Be Wary of the New Business Development Director With the Legendary Prospecting Network
There is a great dilemma many agency owners face time and time again: Do you hire an internal new business development person for your agency with solid sales experience (and a price tag to match), or an inexperienced individual that’s [...]
Understanding Client Satisfaction: It Depends On Who’s Asking The Questions
How often have you recommended to a client that they conduct research among their own customers to gauge overall satisfaction and uncover what they value about the relationship to your client’s company or brand? You’re astute enough to know that [...]
The Specialist Agency: An Argument For and Against
Earlier this year I had the honor of serving as the morning keynote speaker for PRGN’s semi-annual member summit in Toronto. My topic was on the five indicators of new business success that I consistently see in the agencies I [...]
How Do Digital Marketing Agencies Find Clients
Vetting new clients is a lot like choosing who you’re going to marry. No one gets married after a handful of dates, and no company makes a strong client connection after one meeting. Just like jumping into a marriage can [...]
3 Steps to Stop Inflicting Help On Your Agency Team
The aroma of vegetable soup wafted up the stairs to my office. Moments later, my wife called, “Dinner’s ready!” “Mmmmm … I love homemade soup,” I thought. Rushing down the stairs and past the pantry, I spied a tube of [...]